Key Accounts Manager

General Function

The SAM is an experienced sales consultant, comfortable partnering with major customers to develop their full potential across Essilor Lab's breadth of services and support. They will manage complex market dynamics, ethically negotiate partnerships and retain profitable long-term customer commitments. Driving top line growth by increasing revenue from ECP segments including: alliances, multi-unit group practices, buy-and-supply/buy-and-merge through (Customer Penetration), prospecting, nurturing accounts and optimizing product mix within assigned region(s) and across ELOA networks.

Execute acquisition activities through independent and team efforts to achieve SA sales & profit goals. Manage/support assigned customer HQ responsibilities, including monthly business reviews, acting as point of contact, negotiations, and contracts management.

Duties And Responsibilities

• Manage and grow $10-15M book of business, developing relationships with key partners and closing the large opportunities
• Successfully manage territory within budget and company marketing resources
• Partner with Strategic Account Directors, Regional Sales Directors, Sales Managers and Sales Consultants across channels on growth plans for customer groups
• Determines Strategic Account needs through Essilor APEX selling method; align company offerings to maximize opportunity
• Participate in period reviews (monthly, quarterly) with sales leadership across channels; detailing progress on efforts with Strategic Account customer groups
• Partner with broader Strategic Account organization to align efforts and strategic initiatives
• Manage pricing strategy and execution within assigned accounts
• Aid marketing department with data on competitive landscape and efficacy of competitor programs. Recommend counter strategies as needed.
• Support Marketing with intel to calculate ROIs
• Attend industry tradeshows, Strategic Account team meetings, customer meetings and conferences as needed
• Recommend growth and service strategies to Sales leadership maximizing acquisition opportunities and minimizing loss with assigned customers
• Ensure that customer needs are represented in leadership meetings
• Develop strong working relationships with corporate internal customers to maximize delivery with assigned external customers
• Document all Strategic Account customer interactions, commitments, and meaningful communication via company CRM system
• Complete all required administrative tasks & reports on time

Qualifications

• Bachelor (Business Administration or equivalent)
• 5+ years in a Lab, Eyecare industry or Brand Sales Consultant experience
• 3+ years developing business & action plans for Key Account/major customers
• Proficient software skills
• Excellent interpersonal and communication skills
• Proactive with strong follow-through on internal/external commitments and communication
• Business acumen of financial concepts and how sales activities impact P&L
• Demonstrated ability to work both independently & in a front-line sales team

Preferred Qualifications

• Sales Management experience

Basic Qualifications

• Bachelor (Business Administration or equivalent)
• 5+ years in a Lab, Eyecare industry or Brand Sales Consultant experience
• 3+ years developing business & action plans for Key Account/major customers
• Proficient software skills
• Excellent interpersonal and communication skills
• Proactive with strong follow-through on internal/external commitments and communication
• Business acumen of financial concepts and how sales activities impact P&L
• Demonstrated ability to work both independently & in a front-line sales team

Benefits

Employee pay is determined by multiple factors, including geography, experience, qualifications, skills and local minimum wage requirements. In addition, you may also be offered a competitive bonus and/or commission plan, which complements a first-class total rewards package. Benefits may include health care, retirement savings, paid time off/vacation, and various employee discounts.